Cabinet Maker 3rd May 2019

DESIGN

MANUFACTURE RETAIL

DESIGN

MANUFACTURE

Gallery Direct talks about creating new trends as it takes inspiration from its travels.

Our Product and Components Supplement features interzum, Sileather and Turnaround.

Production & Com ponents

IKEA Bootcamp: Three UK startups selected as part of its ongoing support programme.

Interzum 2019 show

3rd may 2019 £3.75 l

RETAIL

preview | Pages 20-23

first issue: 1st July 1880

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DAN SQUIRES

CABINET-MAKER.CO.UK 01623 372 213 PUBLISHER Stewart Rickersey stewart@cabinet-maker.co.uk 01623 372218 EDITOR Dan Squires dan@cabinet-maker.co.uk 01623 372215 FEATURE WRITER Wayne Swiffin wayne@cabinet-maker.co.uk 01623 372215 SALES Sharon Rickersey Operations & Sales Manager sharon@cabinet-maker.co.uk 01623 372213 Siobhan Foster siobhan@cabinet-maker.co.uk 01623 372216 PRE-PRESS PRODUCTION Tim Morriss tim@cabinet-maker.co.uk 01623 372158 Subscription prices Cover price for a single print copy £3.75 Published weekly; 48 issues per year

There was some less than welcome news from the British Retail Consortium last week when it revealed that the number of jobs in retail fell by 2.4% on last year. This is the equivalent to losing 74,400 people across the retail industry. In contrast, the amount of new store openings increased during the first quarter of this year. Many may be scratching their heads as to why there is a mixed set of data. The answer could be down to the multiple retailers closing larger stores, which occupy more staff, compared to smaller retailers expanding their network. New technologies has also played a pivotal role in consumer shopping behaviour, which in turn has led to a new focus on smaller format stores. What’s more, the term ‘omni-channel’ has become something of a buzzword of late as retailers look to marry up their in-store and online strategies to deliver a better shopping experience. This week’s Last Word focuses on just that from an insightful perspective, courtesy of Swan Retail. Running along this comes social ability. Perhaps this area could create more job opportunities in terms of having internal roles to deal with social media channels and other interactive aspects rather than outsourcing. I’m sure this would suit the new generation coming through? Or why not offer an apprenticeship route? Food for thought indeed.

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Although the aforementioned data reflects countrywide retail, the furniture industry has experienced its share of ups and downs. But despite the constant threat of market uncertainty, there have been some businesses embracing the unknown with their own venture. New stores, new appointments, new startups have all graced the news pages on a consistent basis and then there’s the established businesses reaching historic company milestones. Yes, the climate is tough out there. But there’s still a plentiful dose of positivity that can hopefully act as a

platform for others to follow suit.

This week features one particular story that shares the values of an older generation to the new as we caught up with furniture leg supplier Turnaround and its plans to pass the torch from the owners to their two grandsons, aged 18 and 20. You will also notice the first Production and Components Supplement within the middle of the magazine, which features another look at interzum with a focus on machinery, as well as a piece on a new fabric entering the UK market.

Also in this week is a focus on the new startups — three from the UK — that have all made the IKEA Bootcamp. Not quite Britain’s Got Talent, but if there was a furniture equivalent, then this comes very close.

Meanwhile outside of the UK, Milan played host to its own talent show in the form of Salone del Mobile.Milano Cabinet Maker recaps on the Italian event.

From the new to the more established comes an exclusive partnership in the furniture industry. Pavilion Broadway talks to us about its new venture, Furniture Brands International and the collaboration with two highly respected brands in the game, whilst Gallery Direct talks about trends — not just following them but being a leader in creating them too.

As mentioned, retail is undergoing a period of unprecedented change. Embracing this change may be harder for some than others, but by doing so it opens an omni-channel world that will ultimately benefit businesses and most importantly the customer.

Dan Squires Editor ON THE COVER STAYING AHEAD OF THE TREND AT GALLERY DIRECT

w www.gallerydirect.co.uk

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INSIDE THIS WEEK’S ISSUE

NEWS

FEATURES MADE IN MILAN

PRODUCTION & COMPONENTS

12

Cabinet Maker reflects on the recent Salone del Mobile.Milano 2019.

FURNITURE BOOTCAMP

31

A look at the three UK businesses that have been selected as part of IKEA’s Bootcamp programme for 2019.

IN WITH THE NEW

34

David Ewart, director at Pavilion Broadway, shares an insight into their new venture and partnership.

AHEAD OF THE TREND

06

36

MACHINES ON SHOW

20

A second look at the upcoming interzum event in Germany.

A BUSINESS WITH LEGS

24

Furniture legs supplier Turnaround talks about the past, present and the future.

SAFE WITH SILICONE

28

Fabric maker Sileather shares an insight into the brand upon its UK debut.

36

Gallery Direct shares an insight into how the business stays ahead of the trend.

LAST WORD

42

Omni-channel Retail by Swan Retail has the Last Word.

34

20

NEWS

NEWS IN BRIEF WAREHOUSE RELOCATES Second Queen’s Online furniture retailer Made. com has secured a new warehouse in Essex. Made. com has signed a lease for a new 165,000sq ft distribution centre based at the DP World London Gateway Logistics Park in Stanford-le-Hope. The new larger site will replace its current distribution centre near Ipswich and will allow the business to take greater control of its service to UK customers.

Café to open A furniture store that opened last year is to expand with the launch of a café, focused on healthy food from small, local growers. The Provenist, which will be located in the Neptune store in Bath, is set to open on Monday, 6th May, and it will serve food throughout the day.

Award

Silverlining Furniture Group has received the Queen’s Award for Enterprise for Innovation a year after winning the International Trade award. The Group has seen a 225% growth since 2015 and has increased its workforce from 13 to 81.

Founder Mark Boddington said: “It’s a huge honour to receive a second Queen’s Award for Enterprise in consecutive years.”

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Floorcoverings retailer opens first North East store Carpet, floor coverings and beds retail group United Carpets has announced the opening of its first store in the North East.

Situated on Portrack Lane in Stockton, the new store has created 10 new jobs and becomes the retailer’s 60th location across the UK. The new 12,000sq ft store will showcase the company’s range of carpets and flooring, and provide a training facility for the network’s staff.

Commenting on the opening, United Carpets said that the location is part of a ‘strategic decision’ to expand in the north.

Andy Grant has been appointed as store manager for the new location.

w www.unitedcarpetsandbeds.com

MANUFACTURE

ROOF PARTY Heal’s has announced the launch of a new collaboration with Urban Roof Gardens.

It has built an immersive experience at Heal’s Tottenham Court Road showroom. Running until 16 June 2019, the rooftop space features a living wall tunnel, LivingPictures, illuminated decking and an astroturfed area with visitors able to enjoy a multi-sensory environment to connect with the natural world.

Sales down

Walk for charity

Independent furniture company Devonshire Pine has posted a third consecutive year of declining turnover.

According to the businesses latest figures for the year ended 31st July, 2018, total sales for the period fell by 9.8% to £11.9m, whilst pre-tax losses resulted at £438,550, down from a profit of £28,840 recorded last year.

A team of workers from a furniture manufacturing site walked 22 miles in aid of a hospital charity. The staff from Next’s sofa factory and warehouse raised money for Sheffield Children’s Hospital Charity. They set off from the hospital and walked to Doncaster Royal Infirmary. The fundraiser was organised by Next Furniture manager Simon Boyes, who was among those who completed the event.

Newly-appointed SJS directors Alan Timlin, Gary McGurk, Brian Drake and John Anderson.

FOUR NEW APPOINTMENTS A business that makes customised furniture for hotels among its portfolio has appointed four directors and announced a record £12 million turnover.

Property fit-out, refurbishment and bespoke joinery expert SJS, of Edinburgh, has also doubled its workforce in the past eight years.

Alan Timlin is the new commercial director and John Anderson estimating director. Both joined the firm in 2012.

Brian Drake, who has led the projects division since 2014, is operations director. Industry professional Gary McGurk has joined as a director to oversee the strategic direction of business development, client relationship management and marketing.

Managing director Craig Murie said: “The team have done a magnificent job to deliver the scale of growth we have seen since late 2011. As well as hitting £12m in turnover, our headcount has increased from 25 to 62. Despite the short timescale, it has been controlled growth.”

w www.sjsuk.co.uk 3rd May 2019 | 06

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Royal honour for furniture business Furniture design and manufacturing company naughtone has received a prestigious business award.

Based in Knaresborough, North Yorkshire, it has been honoured with a Queen’s Award for Enterprise for International Trade after expanding rapidly to accommodate international growth.

To effectively access a global market, the business began manufacturing in North America, supporting its approach to sensible lead times, pricing and the environment.

Matt Welsh, naughtone sales director, said: “It’s with a great deal of pride that I announce that naughtone has been awarded the Queens Award for Enterprise.

“We are specifically being recognised for our success in International Trade, which is an area of our business that is particularly close to my heart.

“Over the past five years we have made significant steps to becoming a truly global operation so this award recognises the hard work of our colleagues and partners, and the trust of our clients and their belief in our products.”

Founded in 2005 by three industry professionals, naughtone has products available on a global scale, working with the likes of Amazon, Etsy and Google.

The product range is 100% unique to naughtone, having been designed in house or specifically commissioned.

On display throughout North America, Asia, EMEA and even as far afield as Australia, the range consists of seating, table and storage products and attempts to cater for the most commercial furniture demands, away from the desk and task chair.

The Queen’s Awards for Enterprise are the most prestigious awards for UK businesses, recognising and celebrating business excellence across the UK. naughtone will celebrate its award during a royal reception for Queen’s Awards winners in the summer.

w www.naughtone.com

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Carpet retailer sees Q4 boost UK flooring retailer Carpetright has reported an improvement in sales in the fourth quarter — a year after creditors and investors backed a rescue plan that saw dozens of underperforming stores closed.

Carpetright raised £65m through an equity issue in June 2018 after creditors and shareholders backed a Company Voluntary Arrangement (CVA) restructuring to close stores and cut jobs.

The company said UK like-for-like sales trend improved significantly in the fourth quarter, compared to the year to date, with customer confidence in the restructuring. Trading in the rest of Europe was ahead of the same period last year, led by a strong performance in the Netherlands.

w www.carpetright.co.uk

CONTRACT FIRM EXPANDS REGIONAL SALES TEAM Mattison Contract Beds, a division of the Mansion House Bedding Company, has appointed two new regional sales managers (Nigel Boothman and Ian Murray (pictured) to cover the north of England.

Managing director Stephen Eccles said: “We have identified an area where we lacked coverage. We have made the decision to invest in two new sales managers to fill this gap, significantly growing our company awareness in this area and driving potential sales.”

Nigel joins Mattison Contract Beds from a German-based textile company, Delius Textiles, and has previously worked in many areas of Europe as a sales manager during his career.

Nigel, who brings with him 40 years’ experience of sales from the hospitality industry, stated: “I’m thrilled to be joining a wellknown industry leader in Mattison Contract Beds, a company I’ve known in this sector for many years as synonymous with quality and service. I can’t wait to show my customer base the benefits of utilising our products.”

Ian joins Mattison Contract Beds from BSN Medical with a wealth of sales experience and is keen to hit the ground running, based from his home in Durham. Ian is looking forward to his new role and said: “I am keen to get stuck in with this challenging new business field, transferring skills gained throughout my previous employments. It’s amazing how much work goes in to making a mattress.”

The appointment of additional sales managers, taking their field based area sales managers to seven on the Mattison Contract Beds division alone, follows significant financial investment into the company including a major refurbishment of the factory and adjoining office block as well as investing heavily in new manufacturing equipment such as a CNC router and auto tufting machine which aids both production speeds and the ability to produce bespoke products.

Stephen Eccles said: “With the recent company investments we have made, we will now have a greater ability to expand our customer base and business further than ever before.”

With a range designed exclusively for the hotel and contract market, Mattison Contract Beds is one of the industry’s leading manufacturers of contract beds with over 150 years of experience.

As a UK manufacturer, Mattison Contract Beds produce mattresses, divan beds, headboards, sofa beds, guest beds and bedding accessories which all comply with UK fire regulations.

w www.mattisoncontractbeds.co.uk 3rd May 2019 | 07

NEWS RETAIL

Debenhams proposed CVA

MANUFACTURE

MILESTONE CAREER AWARDS

Department store retailer Debenhams has outlined its restructuring plan following a CVA proposal.

Smallbone and Mark Wilkinson presented milestone career awards to who craftsmen that have together notched up 90 years’ service at the Devizes workshop.

Debenhams has announced details of two proposed Company Voluntary Arrangements (CVA). One relates to Debenhams Retail Limited, the main trading entity, and one to Debenhams Properties Limited.

It said the decisive actions would serve to keep Debenhams on a stable financial footing and ensure the future of the company.

In a full statement, Debenhams issued the following: Terry Duddy, executive chairman of Debenhams, said: “The issues facing the UK high street are very well known.

Debenhams has a clear strategy and a bright future, but in order for the business to prosper, we need to restructure the group’s store portfolio and its balance sheet, which are not appropriate for today’s much changed retail environment. Our priority is to save as many stores and as many jobs as we can, while making the business fit for the future.”

Debenhams is an attractive and cash generative business with a leading position in cosmetics and skincare, and a top five position in fashion.

The group has previously outlined its Redesigned strategy, which details a smaller UK footprint with better quality stores.

It said the new announcement is a key step in delivering that strategy.

The CVA does not seek to compromise claims of any creditors other than certain landlords, local authorities and inter-company liabilities. All trade suppliers and the entitlements of employees will continue to be paid in full during this process.

The group has engaged with its landlords and groups representing the landlords, pension trustees, lenders and other stakeholders, and will seek to engage further as the process progresses. The CVA is part of the company’s restructuring and turnaround plan.

In conjunction with this, certain of the group’s financial creditors recently provided £200m of fresh liquidity and have committed to equitise £100m of debt. Value recovery for the shareholders of Debenhams plc is expected to be nil.

The CVA proposals provide a mechanism to restructure the store estate in line with the plan outlined by management in October 2018 to reduce the current 166 UK store portfolio by closing around 50 stores. The first stage of that programme proposes up to 22 store closures in 2020.

The key terms of the CVA are all related to the group’s sites and include: • All Debenhams stores are proposed to remain open during 2019, including through Christmas peak trading; • Up to 22 stores expected to close in 2020, the list of the affected stores is attached; • The 11 stores in the Republic of Ireland are not affected by the CVA proposal; • c1,200 people work in the stores affected; • Assuming the CVA becomes effective, a fund of a maximum value of £25m will be available for those creditors compromised by the CVA to participate in future growth of the UK business.

Andrew Potter and Kevin Paget celebrated 25 years and Steve Webb (pictured) was recognised for 40 years’ service.

Andrew started his career with Mark Wilkinson, drawer making at his Bromham workshop. He then progressed into the workshop at Devizes and developed an expertise in the furniture production process from raw materials to the finished carcass.

Kevin also started his career at Mark Wilkinson’s workshop in Bromham, joining from school. He is a third generation craftsmen, his grandfather Geoff and father Dave all worked at Bromham at the same time.

Steve also boasts three generations in the Smallbone family, with Steve’s own son having been a fitter and his father even graced the cover of the first ever Smallbone Brochure.

Andrew and Kevin both received a watch and a cash sum.

Steve was presented with two crystal glasses engraved with the company logos, a decanter and a beautiful handcrafted personalised stand, as well as a voucher for a luxury weekend away.

w www.smallbone.co.uk

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Furniture sales grow during March Furniture retail sales rose during March on both an annual and monthly comparison.

According to the latest March 2019 figures from the Office for National Statistics (ONS), the total value of furniture and lighting sales increased by 18.1% to £1.34bn from £1.1bn in February.

Compared to March 2018, furniture and lighting sales were also up by 1.5% from £1.32bn.

Floorcoverings retail sales reported a mixed bag, declining on an annual comparison but growing on last month. Sales increased 28.1% to £144.2m from £112.5m last month, whilst compared to the previous year, sales declined by 14.1% from £168m.

In overall terms, the quantity bought in the retail industry during March increased by 6.7% on last year. The total amount spent within retail during the month represented £39.8bn, up by 7.3% compared to 2018.

A meeting will be held on 9th May.

Online sales as a proportion of all retailing increased to 18.6% in March 2019, from the 18.1% reported in February 2019.

w www.debenhams.com

w www.ons.gov.uk

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MANUFACTURE

Bed group appoints new director

FAMILY FIRM REACHES CENTENARY YEAR

Netherlands-based mattress business Beter Bed Holding has announced the appointment of Cyril van Seumeren as its new category management group director.

Cane and wickerware furniture specialist Desser is celebrating its centenary this year with a series of special events and promotions.

Joining from 1st July, Cyril will work from Germany, focusing on Matratzen Concord DACH. As of 2020 he will hold office in Uden, The Netherlands.

The family-owned and run firm — now in its fourth generation — was founded in Manchester in 1919 and has since grown to become the UK’s leading supplier of rattan, wicker and cane conservatory furniture.

Commenting on the appointment, Beter Bed said that the new position will help ‘realise more buying synergy on a group level’ as well as enabling the country teams to ‘entirely focus on the local consumers and the operational and commercial activities’.

w www.beterbed.nl

“One hundred years of continuous trading is a remarkable milestone for any business, particularly in today’s harsh economic climate, and it’s an achievement of which we are very proud,” says sales director Mark Stewart.

“During the year we are celebrating the centenary with our many customers throughout the UK with prize competitions, giveaways, fun days and celebrity events in various locations.

MANUFACTURE

“We will also be active raising money for our chosen charity, the Christie Hospital in Withington, Manchester, which carries out amazing cancer treatment and research and is especially close to our hearts.

“Achieving our centenary as a sustainable British Manufacturer is testament to the company’s success and we now look forward to the future with a continued commitment to providing customers with the very best contemporary cane furniture available in the UK.”

w www.desser.co.uk

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Family business suffers break in Gareth Davies and Max Davies from Classic Interiors

NEW FLAGSHIP SHOWROOM Kitchen furniture business Classic Interiors has announced the opening of its new flagship store in Birmingham.

After almost a year of hard work, the team at Classic Interiors were thrilled to unveil the new showroom on Harborne Road in Edgbaston on 13 April.

The impressive ‘living wall’ makes a large statement upon entry and gives way to a bright, airy space that contains the brandnew kitchen displays containing the best of traditional British and modern German design.

Classic Interiors directors, and brothers, Max and Gareth Davies were both thrilled with the grand opening. Max said: “It’s incredible to see the new showroom come to life.

“After a lot of hard work by all of the team, we’re proud the showroom is complete and open for everyone to see what we can offer, especially across central Birmingham, Harborne and Edgbaston.”

w

Independent furniture retailer Coast Road Furniture has called for witnesses to come forward after suffering a burglary.

Owners at the business said that thieves stole a number of goods worth up to £8,000 from its warehouse based in Oakenholt, Flint, between 16th and 18th April.

The burglary has been reported to the North Flintshire Police with the business issuing its own statement to help identify the stolen products.

Coast Road Furniture said: “Unfortunately we have been burgled. Our warehouse has been attacked and a number of items stolen. Not only is this bad for us as a small family business, we will also be letting down numerous customers until replacements arrive.

“If anyone is offered anything suspicious over the next few weeks please inform us, there will be a reward for any useful information.”

The company then listed the items that were stolen, which included two sofa beds, a number of mattresses from high profile brands, a selection of carpets and vinyl and other bedroom and living room products.

w www.coastroadfurniture.co.uk

www.classicinteriors.co.uk

3rd May 2019 | 09

NEWS RETAIL

Retailer shortlisted for four awards Kitchen retailer Wren Kitchens has been recognised for its safe and innovative transport operations by being shortlisted for four awards at the renowned Motor Transport Awards 2019.

Wren has been shortlisted for Home Delivery Operator of the Year, Operational Excellence, Safety in Operation and the Technical Excellence Award.

Wren employs over 4,400 staff and owns its complete supply chain delivering kitchens from its factories across Yorkshire and Lincolnshire in its own fleet of 150 lorries.

Wren delivers more than 70,000 kitchens each year direct to customers’ homes and 99.95% of deliveries are in full and on time.

Rafal Klimek, Wren manufacturing and logistics director, said: “Not only is it our mission to design and manufacture affordable dream kitchens, we are passionate about efficiency, safety and standards of the highest level in the delivery of our products.

“Our policy of keeping everything in-house including our 400-strong logistics team drives our successes and enables maximum control for continuous improvement.

“We’re proud and grateful to every member of the Wren family that continues to work tirelessly towards our future and it’s fantastic that we’ve been recognised for this – all the best of luck to our contenders!”

Winners will be announced at the glamorous ceremony on 3rd July at Grosvenor House Hotel in London.

MANUFACTURE

FLOORING DISTRIBUTOR COMPLETES FOURTH ACQUISITION UK floorcoverings distributor Likewise Group plc has announced the acquisition of Heatseam Limited, a distributor of floorcoverings, rugs and matting.

The total value of the deal is £7.5m, with a further £500,000 to be paid in one year and represents Likewise’s fourth acquisition.

At the same time, Likewise has issued 30 million new shares at £0.01, raising £7.5m, on The International Stock Exchange (TISE) to fund the deal, with two million shares issued to the vendor, Glen Toomes, the sole shareholder in Heatseam.

Likewise will now immediately offer the Heatseam products through the current Likewise distribution points in Sudbury and Peckham, whilst Adrian Laffey and James Kellett have take immediate commercial and operational responsibility for Heatseam.

In a statement, Tony Brewer, Likewise chief executive, said: “Consistent with our stated strategy when initially listing on TISE in January 2019, the acquisition of Heatseam would give Likewise scale and a distribution infrastructure to develop a meaningful floor covering business in both the residential and commercial markets.

“We plan further acquisitions to augment the intended organic growth in UK flooring distribution market.”

w www.likewiseplc.com

w www.wrenkitchens.com

MANUFACTURE

UK SALES DOWN AT AUSTRIAN OFFICE FURNITURE GROUP The UK division of Austrian-based office furniture supplier Wiesner-Hager has reported a growth in profit despite a decline in sales.

According to its latest filed accounts for the year ended 28 February 2019, total UK sales fell 21.9% to £324,715 from £415,785 in 2018.

The decline in sales represented its lowest UK performance since 2013 when revenues reached £289,895.

Gross profit was also down by 13.5% to £261,740 from £302,610, whilst year-end profit resulted at £13,869, up by 18.1% compared to £11,772 recorded the previous year.

The business, which is a subsidiary of Altheim-based WisenerHager Mobel KG, specialises in office furniture and workplace interior design solutions.

The parent group recently reported a 12% growth in overall turnover to 41.5m euros during 2017/18, citing major international contract wins, mainly in North America, as key components to its success.

w www.wiesner-hager.com 3rd May 2019 | 10

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Pay weekly carpet firm expands into furniture North East-based Pay As You Go Carpets have announced its expansion into furniture products aimed at the rent-to-own market.

Pay As You Go Carpets range now includes flooring, furniture, beds and blinds. Payments start from £10 a week, whilst also offering a 0% interest charge on all purchases up to £800.

Raheel Ilyas, managing director, said: “In the last 12 months not only has our business grown but so has our team, as we continue to ensure we can offer quality, affordable products to everyone. At a time where the rent-to-own market is constantly being attacked due to high interest rates, unnecessary fees and compulsory insurance products, we are the opposite.

“We don’t add any interest, we don’t carry out any credit check, we don’t have any hidden fees or high upfront costs, and we aim to have your product with you in two weeks.

“Following customer feedback we have now added bedroom, living room and dining room furniture to our range. We want to lead the pay weekly market and show that the current media coverage is not a fair reflection on the whole industry and focus on the perfect experience for our customers.”

w www.payasyougocarpets.com

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Summer opening Furniture and homewares retailer has confirmed plans to open a new store in Yeovil.

Set to open in the summer in partnership with the Quedam Centre, Dunelm will take a 35,000sq ft space at the shopping centre, which replaces the former BHS unit.

The store will stock a wide range of furnishings and homewares, as well as its made-to-measure service for blinds, curtains and cushion covers.

James Tovey, centre manager at the Quedam Centre, commented: “We are delighted that Dunelm have chosen the Quedam Centre for the location of their new store.

“This is a key addition to the centre and we are excited that our customers will be able to enjoy their brilliant range of products.

We look forward to celebrating Dunelm’s 40th anniversary this September.”

w www.dunelm.com

MANUFACTURE

CHEMICAL SPECIALIST CONFIRMS PRICE INCREASE Chemical specialist Dow has announced price increases for all MDI and Systems.

The increase affects Europe, Middle East, Africa and India with up to 150 Euro per metric tonne, or equivalent in other currencies, which came into effect from 1 April 2019 or as contracts allow.

In a statement, Dow said: “The decision is driven by increasing margin compression in our MDI and Systems chain. Over the last several months, raw materials used in our production of the MDI and Systems, have increased significantly while pricing has come under pressure across key market segments supplied by Dow.” In other news, Dow Polyurethanes will showcase its new innovative solutions developed through ComfortScience at next month’s Interzum 2019, which takes place in Cologne, Germany, from 21-24 May. Dow’s new technology includes Cool Comfort, Clean Comfort, True Comfort, Sustainable Comfort and Smart Comfort.

Ricco Borella, market segment team leader for Consumer Comfort, said: “We have adopted a collaborative approach to respond to industry needs, accelerate innovations and deliver sustainable solutions.

“Our five latest ComfortScience innovations, together with Dow’s new SleepStudios and the recently upgraded ComfortScience Centre of Excellence in Switzerland will help advance these efforts. Our mission is to help customers and the value chain capitalise on growth opportunities in sustainable sleep technologies.”

Three generations of the Spinks family.

BED MAKER RECEIVES ROYAL RECOGNITION Harrison Spinks has received a prestigious Queen’s Award for Enterprise for Sustainable Development, bringing the total number won by the company to five.

The 179-year-old-family bedmaker was granted awards for Innovation and International Trade in 2018 and now is one of just six companies awarded the prize for Sustainable Development in 2019.

The company, which manufactures luxury beds in Leeds, was granted the award in recognition of a number of ecologically friendly innovations which make the mattresses and beds it produces and the process by which they are created more sustainable.

This includes reusing waste from the production process, replacing synthetic materials with natural, recyclable products and reducing CO2. The company believes it is the only furniture maker to hold three Queen’s Awards and the only specialist bedmaker to win the Sustainable Development award twice.

Simon Spinks, managing director of Harrison Spinks, said: “We’re delighted to be granted another Queen’s Award for Enterprise and are honoured that the efforts we’ve made to make our business more sustainable have been recognised.

“We take our responsibility to act sustainably very seriously and we’ve been proud to challenge the market to make beds and mattresses in a different way, avoiding the need to use chemical products like foams that are difficult to recycle.

“We’ve worked hard to diversify our business to become one of the most vertically integrated furniture makers in the UK and this has helped us look at the way we run our business and reduce reliance on non-recyclable materials, waste, energy consumption and CO2.”

w www.harrisonspinks.co.uk

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Business expands store estate

Among the innovations on show at Interzum 2019, Dow will introduce SleepStudios, a new collaborative spaces dedicated to Sleep Science in Horgen, Switzerland and Houston, Texas.

Independent interiors and home accessories business FAB Interiors has expanded its network with a new store opening at Plantation Bridge in Kendal, marking its second store in the Lake District area. The expansion also marks its fifth store, adding to other locations in Blackpool, Lytham, Poulton and Bowness.

w www.dow.com

w www.fab-home.co.uk 3rd May 2019 | 11

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Cabinet Maker reflects on the Salone del Mobile.Milano 2019.

The 58th edition of the Salone del Mobile.

Milano ended on an extremely high note, both in terms of visitor numbers and the quality of trade relations, testament to the power of attraction and inclusiveness of the fair. The 386,236 attendees over six days, from 181 different countries, made for a 12% increase over the 2018 edition, which also featured Euroluce and Workplace3.0.

Salone del Mobile president Claudio Luti said: “We are closing this edition of the Salone del Mobile with a very positive feeling. We invested in quality and have demonstrated once again our desire to do even better, working closely with designers, artisans, and communication and cultural professionals to keep on producing product and process innovations and narratives that serve to boost the value of design objects.

“Consequently, we have seen sales rise but 3rd May 2019 | 12

Salone del Mobile.Milano 2019 in particular we have seen that everyone has taken note of our enthusiasm, our ability to create a system and take things much further than just business, offering a global experience, in which ideas are what counts.

The Salone del Mobile is a unique event of its kind, with the power to draw in professionals and the general public with what is now a trade fair in the round, with deeply-rooted ties to Milan and its institutions while also being a significant international presence.”

Recognition of the importance of the Salone del Mobile and the furnishing sector also came from the presence of high-ranking government and institutional figures, proof of the Salone’s standing as one of the drivers of the Italian economy, thanks to the fruitful

relationship between business, city and region that it manages to generate each year.

2,418 exhibitors, 34% of them from 43 different foreign countries, were split between the Salone Internazionale del Mobile, the International Furnishing Accessories Exhibition, Euroluce, Workplace3.0 and S.Project, including the 550 designers under 35 who took part in SaloneSatellite.

Emanuele Orsini, president of Federlegno Arredo Eventi, commented: “Investment, creativity and enthusiasm are the words that sum up an event that has seen the entrepreneurs take on the challenge of helping to make a success of an edition which, yet again, has demonstrated the

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There were a number of new designs on show.

“WE HAVE SEEN SALES RISE BUT IN PARTICULAR WE HAVE SEEN THAT EVERYONE HAS TAKEN NOTE OF OUR ENTHUSIASM, OUR ABILITY TO CREATE A SYSTEM AND TAKE THINGS MUCH FURTHER THAN JUST BUSINESS.”

importance of a sector that can pull together to tackle the challenges of international markets.

“A global success achieved also thanks to the staunch and unwavering support of the institutions — not least the Italian Trade Agency ICE, which recognised Salone del Mobile.Milano as a crucial player in the expansion of Made in Italy around the world — and Confindustria, which, for the first time, held its General Council meeting at our event, underscoring the need to carry forward a real dialogue with politics to support and underpin the businesses that, as well as contributing to the success of the trade fair, are one of the jewels in the crown of the national economy.”

AQUA, Leonardo’s Water Vision, was also a huge attraction, averaging more than 2,000 visitors a day. Conceived in partnership with Balich Worldwide Shows, it breathed new life into the Conca dell’Incoronata and was a perfect progression of the Salone in the city.

There was an equally great influx of visitors to the installation devoted to the Renaissance genius at the fairgrounds – DE-SIGNO, the art of Italian design before and after Leonardo.

Curated by Davide Rampello and narrated by Diego Abatantuono, DE-SIGNO compared and contrasted the savoir-faire of today’s businesses with Leonardo’s design skills.

Two particular events served to underscore the Salone’s connection with the city of Milan and its strategic partnership with the »

Visitors explore the new upholstery products 3rd May 2019 | 13

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386,236 visited

Salone del Mobile.Milano 2019 Municipality and with the Teatro alla Scala Foundation — the latter is set to run until 2021, when the Salone del Mobile celebrates its 60th anniversary. The concert conducted

by Riccardo Chailly and the Gala Dinner signalled the start of the week, while an evening event at Palazzo Marino, hosted by the Mayor, Giuseppe Sala, marked the close of the business events. During the course of the evening, the Salone del Mobile.Milano presented a Special Lifetime Award to Mario Bellini, which served as a thank you for his huge contribution to the Salone through his collaboration with exhibiting companies.

The award was made in recognition of his creativity and talent, as a plaudit for his ability to translate ideas and projects into products, initiatives and architecture, as president Claudio Luti revealed: “For the genius with which he has conceived both design masterpieces and great pieces of architecture. For the consistency with which he has built his work and the story of Italian design. For his tireless desire to innovate and explore new frontiers. For his constant dialogue with the business world. For his generosity in his relationships and for having always believed in and supported his city, Milan. For his contribution to the Salone del Mobile through his collaboration with the many leading companies for whom he has designed iconic products that have helped 3rd May 2019 | 14

Special Lifetime Award to Mario Bellini (right) forge the history and the success of the event.�

The evening was a perfect occasion for thanking the exhibiting companies for their productive and organisational commitment, which, yet again, went into making the Salone a unique experience; and for paying tribute to all the designers and people who made Milan the most attractive place in the world for a week.

The next Salone del Mobile.Milano will be held in Milan from 21st to 26th April 2020.

w wwwsalonemilano.it/en

DESIGN

MANUFACTURE

Fabric maker Sileather shares an insight into the brand upon its UK debut.

Furniture legs supplier Turnaround talks about the past, present and plans for the future.

RETAIL

A second preview of the major upcoming interzum event in Germany.

Production & Components

Interzum 2019 show preview | Pages 20-23

PRODUCTION & COMPONENTS NEWS MANUFACTURE

MANUFACTURE

JOINERY SPECIALIST EARMARKS EXPANSION

MACHINERY SPECIALIST UNVEILS GROUP REBRAND

Ensuring the level of service matches its unique craftsmanship has helped a Hemel Hempstead joinery specialist almost double its business in the last year.

Global manufacturer of CNC router machinery AXYZ has announced a group wide rebrand.

Quest Joinery, which was formed by Jeremy Theakston and Allan Jackson in 2011, has posted an impressive £4.1m turnover for the last 12 months after securing a number of high-profile contracts in London.

AXYZ International has been rebranded to AXYZ Automation Group along with a new logo and marketing strategy.

Implemented by the parent company in Canada, the rebranding programme follows acquisition of the US-based waterjet cutting systems company WARDJet in 2018.

This represents a £1.7m increase and highlights the growing demand for the company’s specialist joinery products and services, including bespoke reception desks, wall panelling and cabinetry, not to mention its ability to incorporate specialist materials including glass, metalwork and upholstery.

In consequence, since the beginning of February AXYZ International has been trading as AXYZ Automation Group, a name that recalls the company’s inception in the 1990’s when it was known as AXYZ Automation.

It is now tapping into support from the Manufacturing Growth Programme (MPG) to help it capitalise on the recent expansion by introducing an action plan that maximises recent investment in a new ERP system and creates a five-year business plan that will deliver £10m of annual sales.

More significantly, however, the rebrand serves as an indication of how the company has evolved over the years, with a much expanded product offering, greater market diversification and a high receptivity of the AXYZ brand by the many industries, including woodworking and cabinetry, it supports.

“We were both involved in the industry and were being regularly let down by sub-contractors when it came to delivering a good service and completing jobs on time. The end result was ‘let’s do it ourselves’,” explained Jeremy.

In welcoming the rebrand, UK managing director Mark Sweeney commented: “These changes will enhance the strong presence that the AXYZ brand has built in the UK and Ireland over the years and help the shared objectives of developing new market opportunities for future business growth and prosperity.”

“That was how Quest was formed and we haven’t really looked back over the last eight years, with the last two in particular marking our transformation into one of the first names chosen by architects, construction firms and property developers.”

He went on to add: “We are now completing contracts that are worth £2m+ and these include projects at Chelsea Barracks, commercial offices in the City and Clarges, the luxury commercial and residential development in Mayfair.

“Our clients choose us for our unique design, craftsmanship, but, importantly, for the way we project manage the work so that everything is completed on time, to budget and without any inconvenience to the end user.

Quest Joinery has ambitious plans to more than double the size of the company by 2024 and to do this it turned to the Manufacturing Growth Programme to complete a review of the business and look at ways where it could become more efficient whilst helping the ‘scaling-up’ process.

Over £20,000 has already been saved in administration costs and the company believes the platform it has put in place — combined with the benefits of the ERP systems — will deliver it a 20% productivity boost.

MGP’s Roy Matthews concluded: “Growing so fast can be a challenging time for a SMEs so I’m delighted that we’ve been able to work with Quest Joinery to help it effectively manage its growth and lay the foundations for future expansion.

“It has disrupted a traditional industry through high levels of customer service and the fact it offers the latest 2D, 3D and BIM design technology, as well as expert joinery and fit-out services.

The business model is working and generating lots of new opportunities.”

Quest Joinery has invested more than £250,000 on a new CNC router and the ERP system, as well as taking on a further 10 staff.

w www.questjoinery.co.uk 3rd May 2019 | 16

Endorsing these sentiments, vice-president (market development) Robert Marshall added: “The rebrand will help both existing and potential new customers to better understand and identify with what the AXYZ Automation Group now represents and how it will continue to support their business objectives by enabling access to a much wider product offering and new technologies.”

w www.axyz.co.uk

MANUFACTURE

GLOBAL WOOD SUPPLIER ACQUIRES BRITISH FIRM US-based wood supplier International Forest Products LLC (IFP) is has announced an agreement to acquire all of the equity of Price and Pierce Forest Products Ltd. Based in Woking, Price and Pierce is a major distributor of timber and panel products for UK merchants and retail groups.

Price and Pierce will operate as a division of IFP with the present management team remaining in place under the leadership of Stephen Pitt.

Daniel Kraft, president and chief executive of IFP, said: “We are excited about the acquisition of Price and Pierce and the addition of their team to the IFP family. This is another step in the further development of IFP’s Solid Wood Division and will provide new opportunity for future growth.”

Stephen Pitt, president of Price and Piece, added: “Being a part of IFP will give future certainty to the excellent employees of Price and Pierce and offer great opportunities for them as the Company approaches its 150 year anniversary.”

IFP’s Solid Wood Division includes plywood panels for furniture manufacture.

w www.price-pierce.co.uk

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MANCHESTER PACKAGING MAKER BAGS FUNDING DuoUK is moving forward with its ambitious growth plans thanks to a multi-million pound funding from HSBC UK. The funding has enabled Duo UK, to purchase new machinery for its cutting-edge factory in Manchester. The new Italian-made co-extruder will allow the business to scale up production by up to 20%, as well as allowing it to increase the volume of new packaging products made from recycled materials.

New furniture made from old aircraft launches Parts of old aircraft are being turned into furniture in a unique scheme launched by Airbus.

One-of-a-kind pieces of furniture are being sold on the company’s new online shop “A Piece of Sky”.

The idea came from Anaïs Mazaleyrat and Jérémy Brousseau while they were taking part in an innovation training session at the Airbus Leadership University in 2017.

Last year they worked on developing furniture prototypes with design professionals. Twenty-two prototypes, from armchairs to coffee tables and lamps, have been created so far.

Jérémy said: “Re-imagined factories and ‘industrial’ furnishings are increasingly popular and, combined with aviation fans, we thought that would provide a market for products based on Airbus parts.”

w www.apieceofsky.airbus.com

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DISAPPOINTING YEAR FOR COMPONENTS FIRM

Duo UK will also utilise the funding package to scale up its stock holding capacity by 30%, allowing it to quickly react to fresh orders from new and existing customers in the UK, Europe, North America and Australia.

The manufacturer anticipates that the investment will enable it to boost turnover by 10% and create 5 new jobs over the next 12 months.

Dale Brimelow, operations director of Duo UK, said: “We’re in a competitive market and it’s through the quality of our customer service and innovative products that we remain a market leader. Raising productivity, developing sustainable products and improving our customer’s experience through the latest technology is therefore central to our growth strategy. Now with the backing of HSBC UK, we’re poised to win new business both in the UK and overseas.”

Mark Boyle, HSBC UK’s relationship director for Greater Manchester, added: “Duo UK is a great example of the type of dynamic business we are delighted to support. The management team has considerable experience and knowledge of the market and is not afraid to make strategic investments.

Duo UK have an ambitious vision and we look forward to supporting their expansion efforts.”

Established in 1988 Duo UK is one of the UK’s leading manufacturers of packaging products including mattresses, supplying leading online retailers, as well as industrial brands.

w www.duo-uk.co.u

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Trade furniture fittings and components supplier East Coast Fittings Ltd has reported a decline in turnover.

FURNITURE FITTINGS GROUP DELIVERS GROWTH

According to its latest filed accounts for the year ended 31 December 2018, total sales fell 4.6% to £20.7m from £21.7m in 2017. This marked an end to a four-year run of growing turnover.

Global hardware solutions and components firm Hettich Group has reported sales exceeding €1bn.

UK sales represented the bulk of turnover at £20m, down by £1m on last year. EU sales also fell 7.2% to £614,206 from £662,082. However, sales across Asia totalled £88,429, up by 17.3% from £75,367. Pre-tax profit of £284,650 recorded last year fell to a loss of £56,769.

Stated within its report, the company said that uncertainty around Brexit impacted consumer confidence to purchase big ticket items, which saw inconsistency in demand for products.

Furthermore, its in-house design and manufacturing division continued to show ‘healthy growth’ and proved to be a ‘real positive in an otherwise disappointing year’.

w www.ecf.co

The Hettich group of companies, one of the world’s largest manufacturers of furniture fittings with headquarters in Kirchlengern, generated sales of €1.059bn in 2018. This represents an increase of 8.6% over 2017 at €975m, whilst 71% of business was done abroad.

Around the globe, the group employed an average of 6,700 members of staff over the year. More than 3,600 of these workplaces were in Germany. In 2018, the company invested a total of €119m into the business worldwide.

Dr. Andreas Hettich said: “We thank all customers, the entire Hettich team and partners for our excellent working relationship and look forward to further successful growth in a challenging environment.”

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MANUFACTURE

PRODUCTION BOOST AT WORKTOP SUPPLIER NEW WORKSHOP

Kitchen worktop manufacturer Bellagio Stone has secured support to further boost production.

A Gloucestershire furniture restorer has expanded into new premises.

Bellagio Stone, which operates out of Heathcote Industrial Estate in Warwick, recently received business support from WMG at the University of Warwick and the Coventry and Warwickshire LEP Growth Hub.

Fifi’s Fancy Furniture, which sells a range of chic and upcycled furnishings, has re-opened at number 8 on the High Street in Wotton under Edge.

Owner Fifi Parsons said she needed more space to display and work on pieces of furniture — and the move would allow customers to see work taking place on furniture.

“Initially I was worried that we might not get the footfall, as the shop isn’t as central,” she said. “But it’s actually been much better, as there’s more space to park and people can easily pop in for a look round.

“The extra space means I can paint while I’m in the shop too.

“Customers can come in and sit and watch what I’m doing.

“They can see how a piece of furniture develops and ask me questions about the techniques.”

Fifi uses a range of materials, such as chalk and oil-based paints, coloured waxes and metal leaf to breathe new life into old pieces of furniture.

w www.fifisfancyfurniture.co.uk

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COST CONTROL PUTS FIRM BACK IN PROFIT Mobile folding furniture manufacturer SICO Europe has reported a return to sales growth and profit.

According to its latest filed accounts for the year ended 30 November 2018, total sales rose 3.4% to £9m from £8.7m in 2017. UK sales were consistent on last year, standing at £5.7m.

However, sales from overseas reported growth, up by 9.9% from £3m to £3.3m. Pre-tax profit resulted at £89,032, marking a return to positive territory after recording a loss of £361,266 the previous year.

Stated within its report, the Kent-based business said that ‘careful’ cost controls and process improvements have helped turnaround losses occurred in 2017.

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The support enabled the business to cope with increased demand of orders over Christmas into 2019, which has been a record period of growth at Bellagio.

Following the support, the company has invested £250,000 in a new CNC saw as well as £100,000 in a new edge polisher, with both machines set to improve production efficiencies.

Commenting on its recent success, Bellagio said it is now looking to ‘expand its in-store sales’ in the year ahead.

w www.bellagiostone.co.uk

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MACHINERY SUPPLIER DELIVERS ANOTHER STRONG YEAR German-based woodworking machinery supplier HOMAG has reported a rise in UK turnover as profit almost doubles.

According to its latest filed accounts for the year ended 31 December 2018, total sales rose 33% to £43.5m from £32.7m in 2017.

Gross profit increased 24% to £6.2m from £5m, whilst pre-tax profit resulted at £2.6m, an uptick of 87% compared to £1.4m recorded the previous year.

The increase in profit marked a third straight year of bottom line growth.

Stated within its report, HOMAG UK said that 2018 proved to a ‘very strong’ trading year with machine orders once again showing a ‘significant increase’ on 2017.

The company added that its after sales sector also performed well, particularly in respect of spare part sales.

w www.homag.com

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ERGONOMIC CAFE RECEIVES FOUR FIRA AWARDS Four IT accessory products from designers and manufacturers, Ergonomic Cafe, have received the FIRA International Ergonomics Excellence Award.

The Award recognises companies who design and manufacture ergonomically outstanding products, with a focus on those which are likely to improve efficiency, productivity and wellbeing for the user(s).

FITTINGS BRAND INVESTS IN NEW MACHINERY Fittings and hardware specialist Häfele has announced the launch of its new bespoke cut-and-assemble service.

The company’s brand-new cutting machinery is able to trim products to fit customers’ required measurements, prior to dispatch.

The service is initially being rolled out across selected, traditionally “long” items, usually supplied in pre-determined lengths. These include: wardrobe rails, Gola profiling, plinth panels and seals.

In addition to this, Häfele is extending its range of assembled drawers to include Grass Scala which complements the Häfele assembled MX twin wall drawer system.

Lee Dicey, chief commercial officer at Häfele UK, comments: “At Häfele we pride ourselves on being market leaders for innovation in value-added service. The introduction of our new bespoke ordering service really underpins this philosophy and is an exciting move forward for us.

“Supplying pre-cut, finished and packed products will allow our customers to make significant savings in terms of both time and money and reinforces our dedication to providing them with the very best service.”

“As such, we’re already committed to further investment in this service and have plans to extend it to other products in our range, including lighting, sliding door systems and drawer fronts.”

w www.hafele.co.uk

MANUFACTURE

FABRIC SPECIALIST GOES WILD Luxury fabric specialist Kobe UK has launched two new animal print upholstery collections.

Suitable for both domestic and commercial installations, Malawi features a chic zebra print pattern and is available in seven shades including fiery reds. With a luxe leopard print design, the Basoo range also has a choice of seven colours, meeting the demands of those looking to create a statement interior.

David Harris, Kobe UK managing director, said: “A great animal print can be timeless and so versatile. The print is so workable and can be adapted to any interior scheme.”

w www.en.kobe.eu

The four products recognised are: · Go Mobile laptop stand range (10”-13” and 14”-17”) · LSP (Laptop Survival Pack) · TSP (Tablet Survival Pack) · Uprise laptop stand The first product, Ergonomic Cafe’s Go Mobile laptop stand, was recognised in part as it has nine settings that enable the user to adjust the height of their laptop screen, helping to keep necks and backs straighter, allowing the user to adopt the posture recommended by BS EN ISO 9241-5:1999 Ergonomic requirements for office work with visual display terminals (VDTs).

Workstation layout and postural requirements.

During user trials conducted by the ergonomics experts at FIRA International, the majority of users of the LSP laptop stand reported the product noticeably increased their available desk space and improved their comfort when working at a desk.

The TSP stand (which is compatible with iPads, Microsoft Surface, Galaxy, Kindle Fire etc) was recognised mainly due to its two variable angle settings, which enabled users to raise their tablet to a more desirable angle and height for viewing and working. Furthermore the TSP can be used to support ether portrait or landscape mode. The stand also folds to configure into a compact case for storage of a compact keyboard whilst on the move.

The Uprise laptop stand was the final product from Ergonomics Cafe to be recognised with an award. Uprise is different to most laptop stands as it’s designed to not only fit standard laptops, but also enable laptops with a limited range of pivot in the screen to achieve a vertical setup. Again, with nine height settings it’s suitable for the majority of users, enabling them to keep necks and backs straighter when working.

Speaking on the four FIRA International Ergonomics Excellence Awards, John Andrews, MD at Ergonomic Cafe said: “It’s great to receive these accolades from FIRA International. All our office based and mobile display screen equipment solutions are designed in-house, and thinking of user comfort is always at the heart of our designs. As such our main goal is to deliver products that can be adjusted to suit your individual needs.

“An increase in flexible working has led to a surge in more than one person using the same work area at different times of the day or week. At Ergonomic Cafe we recognise that each person is an individual with specific needs such as height and reach.

Therefore these four products were designed to not only offer a wide range of adjustment but to also be adjustable in seconds, so each individual can work in comfort and not compromise on well-being.”

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A second look at the upcoming interzum show with a focus on the machinery section and new guided tours.

This month sees the launch of interzum 2019. The leading international fair for the furniture and interior construction industries, interzum takes place from 21st to 24th May in Cologne. The show serves as a key platform that supplies visitors from across the world about the latest standards, technological innovations, advanced materials and exciting product debuts from some of the most well renowned exhibitors.

More than 1,800 exhibitors from all over the world will present their innovations across the show, which features a number of creative concepts. As highlighted in Cabinet Maker’s first preview a few weeks ago, interzum will expand the concept of digitalisation, which is set to create a ‘buzz’ around the stands.

However, this preview will focus on the machinery side of things, which has undergone a raft of improvements on last year and is anticipated to be one of the mustsee locations throughout the duration of the show.

In the Textile and Machinery section at interzum 2019, the innovation drivers and quality leaders from all links in the 3rd May 2019 | 20

interzum, May 2019

value chain will again be presenting their latest developments. Innovative ideas, high-performance materials and topquality workmanship using sophisticated technologies and machines make this themed area a hotspot for the industry. As a central connecting hub for the Textile and Machinery segment, Hall 10.1 is reinventing itself in terms of structure, and the entire segment is, thereby, setting standards for a successful future.

The subject of the production of machinery and components for mattress manufacturing is expanding out of Hall 9 into Hall 10.1.

This new conceptual approach is supported by strong, market-leading companies such as Amelco, Dueffe, Gruppo Grassi, Macau, Matsushita, MPT Group, Springform, Umit Makina and Zhejiag Shaoxing Huajian. This further development of a traditional segment at interzum is complemented by the theme of upholstery materials and textiles for furniture and mattress production, which is mainly to be found in Hall 11, but also extends into Hall 10.1. This underlines the important, thematic linking function played by Hall 10.1.

The concept is topped off by the cutting and sewing areas in Hall 10.1.

With this new clustering, the Textile and Machinery themed area is growing even more closely together. Visitors to the trade fair can look forward to an optimal structure, designed to give a quick and compact overview of the trends and new developments in the Textile and Machinery segment. In addition, it improves the ability to exploit synergies.

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“HALL 10.1 NOW CONSTITUTES THE PERFECT LINK BETWEEN HIGH-PERFORMANCE MATERIALS AND SOPHISTICATED TECHNOLOGIES AND MACHINERY,” — Matthias Pollmann, Koelnmesse’s vice-president trade fair management

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Above and below, visitors to a previous interzum show.

“Today, success is the result of innovative ideas. With the new concept, we’re boosting the trade fair’s function to offer orientation and transparency,” says Matthias Pollmann, Koelnmesse’s vice-president trade fair management. “Hall 10.1 now constitutes the perfect link between high-performance materials and sophisticated technologies and machinery.”

To make sure each section of the show is seen, interzum has also announced the launch of its new guided tours facility for visitors. For the first time, guided tours will

provide visitors with a compact overview of selected new products, from key trend areas such as smart surfaces and merged living spaces to efficiency for greater sleeping comfort. The tours last only 1.5 hours and take place on the first two trade fair days.

The tours will be complemented by Follow The Red Line, a guided tour of the special areas. Places are limited for both tours so act quickly.

For a quick and efficient overview of important new products from exhibitors, the organiser is inviting trade visitors »

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P R O D U C T I O N A N D C O M P O N E N T S F E A T U R E |I N T E R Z U M 2 0 1 9 interzum, May 2019 to take part in guided tours for the individual segments geared towards key trends for the first time in 2019. A selected number of exhibitors from the Materials and Nature, Function and Components, and Textile and Machinery areas will talk briefly about what they will be presenting to the trade public for the first time at interzum 2019.

Among the exhibitors this year will be components firm EGGER. “The specially arranged tours offer interested trade visitors a good opportunity to experience the relevant trade fair highlights in the shortest time possible. We are especially pleased to be able to present our new products at the EGGER stand,â€? says Huber HĂśglauer, head of marketing and product management furniture and interior design at the EGGER Group.

The organisers have designed a guided tour for six trend themes. The tours under the Materials and Nature product segment are called Smart Surfaces and Eco Materials, with the latter focusing on sustainability and the related challenge of living as free of harmful substances as possible. The exhibitors at interzum will be presenting solutions for how consumers can optimise their ecological There will be a new Guided Tours concept

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footprint by recycling raw materials and using environmentally-safe furniture components.

Visitors interested in the area of Function and Components can choose between the Merging Living Spaces and Small Space Big Use tours. As the name of the first tour suggests, it is about dissolving the boundaries between the individual living areas. Manufacturers of fittings and lighting systems will be demonstrating the effect that flowing transitions and new room concepts have on the inside and appearance of furniture, and presenting their answers to the increased demands of consumers for design, function and flexibility.

The focus of the Small Space Big Use tour is the high design standards that functional systems have to meet today.

Due to the increasing scarcity of living space, the intelligent utilisation of existing space has never been more important. By using functions that can be integrated into lightweight building panels and innovative storage space concepts, the exhibitors at interzum are perfecting the use of Tiny Spaces down to the last corner — ­ and with maximum comfort thanks to ultra-modern, virtually noise-free, partially invisible systems.

It will also be comfortable on the two tours of Textiles and Machinery, the third interzum product segment. While the Upholstered Furniture With A System tour will not leave time to try out and test the furniture at length, participants can still see what the

megatrend of individualisation looks like in the upholstered furniture sector, with intelligent functionality and a seal of sustainability.

This will be possible thanks to sophisticated technologies and machines as well as innovative CAD/CAM systems.

The tours, which are free to join, will be conducted by industry experts, who will provide valuable input about the highlights of the product segments between the individual stations.

as individual and compact as possible – that is our goal. With the double pack of guided tours and Follow The Red Line offered this year, we want to continue to take the visitor’s desire for greater efficiency into consideration with their trade fair visit,” says director Maik Fischer.

w www.interzum.com

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A BUSINESS

WITH LEGS! Peter Rex is a true Yorkshire craftsman, turning a passion for woodturning into a successful business. He’s in the process of handing over the day-to-day running of Turnaround to two of his grandchildren, so Cabinet Maker met up with him to look back over his career and look forward to the future.

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The end of an era at Turnaround At the age of 15, Peter Rex began his working life as an apprentice joiner. He loved his work, in particular woodturning. He would while away the hours in his dad’s shed, honing his craft making everything from egg cups to salad bowls.

“Woodturning is in my blood,” says Peter.

“My grandad was head woodsman on the local country estate. I can remember sawing trees with my grandad when I was still a very young boy.”

When he turned 19, he decided to turn his hobby into a business, still working out of his dad’s shed, and selling items at country fayres. A few years later, at 21, Peter bought an old farmhouse, in Bishop Wilton, near York, converting it into a home, and creating workshop areas.

The business took off, with products being sold at gift shops and craft shops, but he mainly focused on manufacturing table lamps and standard lamps.

But, for Peter, it was very much a seasonal trade.

“I thought to myself that lamps were like furniture legs so I went into making furniture legs,” says Peter.

Still in the same workshops, Peter grew the business and at one stage had around 100 people working for him, and he sourced a lot of components from Spain and developed new lines, such as lighting fittings.

In tough economic times, it was the

»

“WOODTURNING IS IN MY BLOOD. I CAN REMEMBER SAWING TREES WITH MY GRANDAD WHEN I WAS STILL A VERY YOUNG BOY.”

Peter Rex honed his woodturning skills in his father’s shed (above) before setting up his own successful business. Peter (right and below) is to hand over the day-to-day running of Turnaround to his grandsons, Callum (below left) and Cai (below right)

3rd May 2019 | 25

F E A T U R E |T U R N A R O U N D The end of an era at Turnaround Princess Margaret is pictured with Lord Halifax, when she was the special guest at the opening of Peter’s showroom.

Peter’s grandparents both worked on Lord Halifax’s estate, which was near to Peter’s showroom.

Peter remembers that Princess Margaret was on a tour of craft businesses, including his.

woodturning, so long a passion of Peter’s, that saw him through and he began to build up a wide-ranging customer base.

Over the past three years, the company has experienced phenomenal growth. It doubled turnover, and then doubled it again. Two grandsons, Callum and Cai Gallimore, joined the business. A full-time worker, Robert, joined and part-time staff, including his son, Marcus, work at the company. Eileen is in packing and does the delivery notes, while Diane does the invoicing and books.

One of the part-time workers, David, has been with the company for around 50 years.

An an average week, more than 3,000 legs are made — still in the workshops that Peter created and still using very traditional tools.

From making sofa legs to snooker table legs, the workshop is a hive of activity, and new customers are being attracted by the craftsmanship and heritage on display.

But Peter is 71, and while he remains very much hands-on, he is shortly to hand over the day-to-day running to Callum (20) and Cai (18).

“I’m looking forward to seeing what the boys can achieve,” said Peter. “They have a great 3rd May 2019 | 26

Peter is pictured with grandsons Cai and Callum, and designer Laurence Llewelyn-Bowen, at a furniture show at Birmingham’s NEC. opportunity and we’re getting busier and busier as new customers come on board.

about how they can reliably source quality components for their products.

“People are chasing us to supply them, more noticeably so these days. It’s due to a number of factors but it might also because the confusion over Brexit is making people think

“The boys will have to keep an eye on the trends and fashions. Ten years ago legs were all turned, whereas now they are often tapered or straight. People know us though

FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK

and I’m very confident that they will take the business forward.”

Peter firmly believes in the future. In fact, he has spent a lot of time and money developing new, patented innovations.

Peter said: “It’s something that we have been working on for a number of years, getting it right, and it will become an industry standard.”

Both Callum and Cai are relishing the thought of taking the business forward. Perhaps woodturning is in their blood too, just like their grandad’s.

Callum told us: “I’ve been doing this since I was 15 and just took to it. There aren’t many people doing what we are doing, and certainly that many young people. We wouldn’t have got into it without grandad, but we love it. It’s what we do.”

And Cai added: “This business has the potential to grow at an fantastic rate, as we have been doing just recently. It mixes modern trends with traditional ways of working and that is very attractive to potential customers.”

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Peter will continue working with his grandsons, and sees it as part of his job to maintain the traditions of his craft. He’s looking at how he can go into schools and inspire young people to look at woodturning as a career, just as he inspired Callum and Cai. It is Peter’s belief that traditional British craftsmanship will see the furniture industry thrive.

Peter turned a hobby into a business that now supplies many of the leading UK furniture manufacturers. His grandsons are taking it forward. If ever a business had legs, this is it.

Peter can be contacted at: pjrex@hotmail.co.uk

Top and above, each week, Turnaround produces thousands of handmade furniture legs and lampshades.

3rd May 2019 | 27

P R O D U C T I O N A N D C O M P O N E N T S F E A T U R E |S I L E A T H E R

Hamilton chair

At the beginning of the year a new upholstery fabric business entered the UK market. Six months on, Cabinet Maker finds out more about Sileather and its future plans.

Sileather is a brand represented by Siotech Group, an international collective comprised of Siotech Corporation (USA), Siotech France (Europe), Siotech Hangzhou (Asia), and Siotech Shanghai (Asia). The production is based in China and they have more than three decades of experience in research, development, production, and service in the silicone industry. One of the products, Sileather — a revolutionary silicone fabric— has gained worldwide interest and successfully expanded its applications across a variety of markets, such as home and upholstery, healthcare, transportation, outdoor and sports.

The team at SilethaerUK, which consists of Robert Walton, managing director; Jess Burston, marketing manager; and a sales network of eight agents covering the UK and Ireland, have been hard at work raising brand awareness over the past six months. Cabinet Maker caught up with Robert Walton, UK managing director of SileatherUK, at its facility based in Bradford, West Yorkshire.

He explained the benefits behind the performance fabric. “Silicone is in the middle of being an organic material and an inorganic 3rd May 2019 | 28

material, and is categorised as an elemental polymer material. Its molecular main chain is mainly composed of a -Si-O-inorganic basic unit, with its side chain connected through the silicon atoms and other organic groups,” Robert said. “Therefore, silicone can have both the stability of an inorganic material with the elasticity and plasticity of organic materials.

“The most prominent performance of silicone materials is the high health-safe advantage.

Another performance characteristic is its extreme ability to endure a wide range of weather conditions. Silicone also excels in performance as electrical insulation, stain resistance and flame resistance.”

Robert also revealed the layers behind the coating of the fabric as well as its sustainable benefits.

“The first layer and the second layer of the coating thickness are relatively fixed, as the thickness of the Sileather is mainly determined by the thickness of the base fabric. The first layer of the second layer of silicone structure determine the weather resistance of leather (resistant to light, salt

spray, hydrolysis), durability, anti-fouling (stain resistance), resistance to bacterial and mildew, colour fastness, part of the flame resistance and environmental benefits.

Whereas the backing fabric determines the physical properties of leather, part of the flame resistance, thickness and other properties.

“We utilise our proprietary silicone resin coating technique to different base textiles, including polyester, nylon, natural fiber, glass fiber, and PSA lines.”

So what about the eco side?

Robert added: “We adopt the most advanced and environmentally-friendly technique to produce our silicone leather without using any organic solvents, or adding any plasticisers or harmful chemicals. The solvent free production method guarantees that the entire production process does not add any pressure to the environment, and it also limits the VOC emissions, waste gas, and waste water.

“Silicone leather is tested by RoHS, REACH, plasticizer, and prop65, where rohs detection

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“THREE MAJOR FURNITURE MANUFACTURERS AND SUPPLIERS HAVE SEEN THE BENEFIT OF SILEATHER .”

High performance fabric

is mainly concerned with heavy metals (lead, mercury, cadmium, hexavalent chromium) and some flame retardants (polybrominated biphenyls and polybrominated diphenyl ethers).”

It is clear to see — and gain an indepth understanding — that the high performance fabric Sileather has a plethora of benefits, which haven’t gone unnoticed by UK furniture makers.

“Stains caused by ink, denim bleed, ketchup and oils have been the biggest issue with the use of leather and traditional vinyls / faux leather, particularly when light colours are incorporated into the scheme,” Robert said.

“Three major furniture manufacturers and suppliers have seen the benefit of Sileather in helping to overcome these issues and help maintain the appearance of their furniture.

This has been backed up by end users across hospitality and healthcare, which is keen to

Knightsbridge Spekta

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maintain their furniture for the benefit of their customers.

“There has also been an incredible level of interest in the Eco credentials of the material with it being made from Silicone rather than oil-based chemicals and the opportunity to recycle the material rather than sending to landfill once the furniture has come to the end of its ‘life’.”

The Sileather team has been busy promoting the fabric with its most recent outing at the Higher Education Estates Forum, which took place back in March and received positive recognition. Next up will be an appearance during Clerkenwell Design Week this month as well as exhibitions at the Care Show and Sleep & Eat later in the year.

Looking ahead, Robert remained confident that the brand will grow in the UK as they continue to explore every opportunity that

presents itself. He concluded: “There are great opportunities for use of the fabric within the children’s and nursery sector due to its ECO friendly properties and having passed tests for cytotoxicity and skin irritation. We will also be looking in to opportunities within automobile and transport applications too.

Watch this space!”

w www.sileatheruk.com

About Sileather

Performance Summary of Sileather: *Waterproof, weatherproof *Enhanced abrasion resistance +120,000 Martindale rubs *1500 hours QUV grade 5/5 *1000 hours salt spray resistance *14 weeks hydrolysis resistance *Flame resistant certified — ­ inherently fire resistant without any fire treatment *Resistant to: chemicals, stains, sunscreen and oils, UV, cracking, extreme temperatures, permanent marker and denim dye etc. *Quick cooling— cools faster than vinyl and polyurethane fabrics *Does not promote the growth of mold and mildew *Contains no plasticisers (does not contain food for pink stain bacteria) *Environment friendly — Reach and RoHS approved *Enhanced ink resistance *Fluid barrier *Bleach-solution cleanable *Enhanced fade resistance *No antimicrobial additives The structure and composition of the Sileather: Top layer - 100% Silicone Adhesive layer - 100% Silicone Backing: Polyester, Polyester and spandex blended fabric, Cotton, Microfiber 3rd May 2019 | 29

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Furniture

18 startups at IKEA Bootcamp

Bootcamp Cabinet Maker takes a look at the three UK businesses that have been selected as part of IKEA’s Bootcamp programme for 2019.

Towards the back end of last year IKEA announced the second edition of the startup programme IKEA Bootcamp, with the aim to work with 20 growth-stage startups. A world tour and an application site generated more than 1,100 applications from 62 countries and, after a selection process, 18 startups were chosen to join the programme in Älmhult, starting at end of March.

The innovative approach has its starting point in the vision — To create a better everyday life for the many people — and in the IKEA values, where renew and improved as well as togetherness are core. In a changing world, it’s important to co-create with others, in order to find sustainable solutions.

of the programme — Skipping Rocks Lab, Circadia, and Liquiproof LABS. Skippings Rocks Lab (UK) Skipping Rock labs makes packaging disappear naturally by pioneering the use of seaweed. This results in eatable packaging for liquids and other food products. They will cocreate around sustainable eatable packaging together with IKEA. Circadia (UK) Carcadia has developed a contactless health sensor and personalised therapies to improve your sleep, mood and energy. They bring medical grade measurements and recommendations to the many people using wide range radar and AI.

The foundation of IKEA Bootcamp has been to find startups that not only share the IKEA vision but can innovate around solving three challenges connected to the IKEA direction — affordability for many people; connecting with and being accessible for people across the world; and enabling a positive impact on the planet, people and society.

Liquiproof LABS (UK) Liquiproof LABS is providing advanced fashion care solutions that protect, clean and freshen shoes and clothing, keeping them looking their very best for much longer. With IKEA, they will use this knowledge to cocreate around caring for the furniture range.

Cabinet Maker focuses on the three UK-based businesses that have been selected as part

“For us it is great to see that the vision that we are working towards is so relevant

worldwide and we are so impressed by all the applicants and the quality of the startups that have applied to IKEA Bootcamp. To only select 18 startups out of 1,112 has been incredible hard,” says Per Krokstäde, IKEA Bootcamp manager, at IKEA of Sweden.

“We look to find startups where we will have a win-win-win situation”, Per continues, “Win for the IKEA customers, win for the startup, and win for IKEA. “Throughout the process, the IKEA Bootcamp team met very high-quality startup companies, and quickly discovered that in some cases there was a better fit to work with IKEA in a different capacity than in the Bootcamp programme. We are, therefore, looking at a handful of successful sidetrack opportunities as a cherry on top of the selection process.”

This year the applications came from 62 different countries, like China, India, Denmark and Nigeria; the diversity within the startups are great with truly multinational teams.

The selected startups are in a growth stage with the ambition to strengthen their business with support from Rainmaking » 3rd May 2019 | 31

F E A T U R E |I K E A “TO ONLY SELECT 18 STARTUPS OUT OF 1,112 HAS BEEN INCREDIBLE HARD,” — Per Krokstäde, IKEA Bootcamp manager (pictured)

Innovation and key people from IKEA in order to be a good fit to partner up with IKEA when the programme ends. The purpose of IKEA Bootcamp is to make pilots happen between IKEA and the startups.

“Throughout the process we have discovered so many talented entrepreneurs from all over the world working on important solutions, both for IKEA and society. We have seen a trend of startups that are focusing on customer experience and solutions around accessibility. We have also seen a lot of startups within sustainability and circular movements that can make a big change for the world,” says Michelle Hart, IKEA Bootcamp programme director from Rainmaking.

Circadia team

IKEA Bootcamp is a partnership between IKEA Range and Supply, responsible for product development and supply chain for IKEA worldwide and Ingka Group, strategic partner to the IKEA franchise system and the largest IKEA franchisee.

“It has been an excited journey to experience the wide range of innovative and inspiring solutions that the startups are building for the future of retail,” said Davide Urani, strategy, development and innovation manager, Ingka Group. “We are certain that something great will come of our combined effort to meet customers’ needs in all aspects of life. We are relentlessly trying to create a more affordable, sustainable and exciting customer experience and we believe that collaboration with other is the key to success.”

The 15 other startups include: Fernish (US) Fernish is a subscription service for your home. Fernish give their customers stylish home furnishings for however long they want them. They do it using circularity as their business model with advanced asset management, re-cycling and up-cycling of the products.

Bumblebee Spaces (US) Bumblebee Spaces creates a new way to live by thinking about space in cubic feet instead of square feet. They combine AI and machine learning with robotics storage enabling next level of organisation in your home.

Flow Loop (Denmark) Flow Loop provides smart and sustainable showering solutions for any bathroom that saves up to 85 per cent of water and 75 per cent of energy. They re-cycle and clean the shower water for maximum comfort while being sustainable.

Streem (US) Makes the worlds expertise more accessible by enhancing real-time communication and collaboration through on-demand video streaming. The platform makes home service professionals enhance their productivity. They can connect specialists to the users sharing AR screens and communication tools.

BFrame (Israel) BFrame is providing innovative connection solutions for bamboo, enabling low price, high quality constructions. This unique connection solution will be used in IKEA to co-create sustainable low price products.

Adlede (Sweden) Creates more successful, relevant and fair

3rd May 2019 | 32

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Liquiproof LABS

advertising through context, sentiment and machine learning. It helps advertisers reach more of the right target group. By using contextual data rather than personal data, Adlede helps engage target audiences where they are and not by who they are.

IOVIA (Canada) Develops a platform to help activate a brand’s biggest fans and consumers, to drive new commerce and influence the marketing. IOVIA wants brands to work with their customer base rather than with influencers.

Emrays (Netherlands) Develops a platform to instantly predict human reaction to marketing through AI simulation. Gives the customer an edge by predicting human reactions to news, text, images and video through AI simulation.

Together with Emrays, IKEA will explore how to better connect to customers with relevant products and content starting in the emotional reactions to home furnishing.

Freemi (Denmark) Freemi is developing a ‘freeconomy’ to help people recirculate used belongings. Freemi makes it easy to give away so the user will never have to throw things away. With IKEA it will co-create to expand its business model to reach a larger impact on both circularity and sustainability.

Jido Maps (US) Jido is bringing in the next wave of AR where digital content can have a shared and persistent life in the real world. With Jido,

IKEA wants to explore how we can bridge the physical and digital retail environment with the goal to enhance the digital customer experience in the physical retail environment.

GIAB (Sweden) GIAB is working with the principles for circular economy, turning what is considered as waste into an economically valuable resource.

GIAB provides input in circular ways to prolong the product life cycle.

Beam Impact (US) Beam enables retail brands to build valuesbased customer relationships, building on transactional, discount-driven ones, by reaching young customers and letting users donate part of each purchase to causes both

the customer and the brand believe in.

The Syrup Company (Denmark) The Syrup Company delivers the most economical high-end organic certified beverage using natural ingredients. With its speciality in flavours, it will co-create unique flavours with IKEA. Kaffeform (Germany) Kaffeeform produces reusable coffee cups from recycled coffee grounds and biopolymers. It collects coffee waste and turns it into cups to replace traditional paper or porcelain cups. With IKEA it will co-create on using the IKEA coffee waste and turn it into consumer products.

Laesk (Denmark) Opposite conventional sodas, Laesk use fermentation as the key to unlock flavours and reduce sugar. The result is healthier and complex sodas. With IKEA, Laesk will co-create into getting fermentation and kombucha into the IKEA product range.

w www.ikea.com

Skipping Rocks Lab 3rd May 2019 | 33

F E A T U R E | PAVILION BROADWAY/FURNITURE BRANDS INTERNATIONAL Jonathan Charles Fine Furniture

David Ewart, director at Pavilion Broadway, shares an insight into its new venture and partnership.

Forming a new partnership can often be a catalyst for future success. Already this year there have been some notable collaborations across the furniture industry, with the latest coming from the FBI. Not to be confused with the American agency of law enforcement — the Federal Bureau of Investigation — FBI on UK shores stands for Furniture Brands International.

Theodore Alexander Modern

Launched in February 2019, Furniture Brands International is the wholesale trading arm of luxury furniture and accessories business, Pavilion Broadway. It is a new distribution venture that has seen a partnership evolve with two of the world’s most accredited and acclaimed designer furniture brands, Theodore Alexander Modern and Jonathan Charles Fine Furniture, with FBI becoming the UK’s official distributor for both brands.

Marketing and trading high-end furniture pieces from American brands to the UK market, Furniture Brands International provides an all-inclusive experience for interior designers, customers and retailers alike, distributing to stockists across the nation.

For more than 10 years, Pavilion Broadway’s expertise in interior design has graced homes and clients across London, the Cotswolds and the UK. Cabinet Maker caught up with David Ewart, 3rd May 2019 | 34

director at Pavilion Broadway, who shared an insight into the partnership: “Pavilion Broadway has long been a customer of both Jonathan Charles and Theodore Alexander.

It became clear that there was a demand to serve interior designers and other retailers with this superior quality designer furniture.

Pavilion Broadway is uniquely positioned to fulfil this requirement by leveraging the marketing and logistics infrastructure that we already have. The newly-formed trading arm brings with it a wealth of new ideas, inspiration and stunning furniture pieces for interior clients both existing and new.”

FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK

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designer’s client’s home.”

Although only a few months since launch, early signs have proved to be extremely positive with the first batch of orders already arriving this month. David told Cabinet Maker that the process organically grew from natural discussions and once all parties agreed to the direction, ‘things moved very quickly’.

“Retail is challenging right now, there is no doubt that Brexit has depressed the housing market and dented consumer confidence, which has a knock on effect on the furniture industry,” David added, continuing: “That said, we are confident for the year ahead and continue to invest heavily in creating a better experience for our customers.

The new venture has also seen the launch of two new dedicated websites — www. jonathancharlesfurniture.co.uk and www. theodorealexander.co.uk — which will offer an all-inclusive retail arm for individual customers from designers to retailers to place orders online through an autonomous system. David explained: “Trade clients will receive their own digital account and obtain exclusive access to trading pricelists and essential information with a dedicated Furniture Brands International sales team on hand to help and assist with any enquiries.

“We will also be stocking a wide range of the best-selling products in our 25,000sq ft warehouse. This means faster delivery and a wider selection of in-stock items. Interior designers and retailers rely on fast deliveries and this new partnership will ensure we deliver on this requirement. We are also able to offer white glove delivery direct to a

Pavilion’s 28,000sq ft showroom

“There is tremendous opportunity for retailers that offer the consumer a better shopping experience. Too often you find the same products, poor lighting and uninspiring displays. When you step into our 28,000sq ft showroom, you will find room sets curated by our designers using the latest designer furniture and home accessories.”

The business is also looking to invest in a London space to showcase the brands, with a search currently under way, whilst also confirming plans to expand its retail showroom by a further 5,000sq ft to incorporate dedicated displays for both Jonathan Charles and Theodore Alexander.

“Furniture Brands International is soon to display a variety of furniture pieces in an inspirational show space within Pavilion Broadway’s flagship Cotswold showroom, providing a broad range of luxury furniture collections to view in sophisticated home settings for the wider modern market,” David said.

Part of these ranges includes a special

“I THINK THERE IS

TREMENDOUS OPPORTUNITY FOR RETAILERS WHO OFFER THE CONSUMER A

BETTER SHOPPING EXPERIENCE .” upholstery collection in collaboration with Theodore Alexander, which has required extra effort at its factory, as David revealed: “Working with the factory to reduce lead times, adjust sizes to meet UK consumers requirements and source fabrics that meet UK fire regulations is hard work! We are excited to launch this new range in June 2019, so watch this space.”

Cabinet Maker will certainly be watching with eager eyes, especially as the partnership has taken an increased focus on current trends.

Sharing an insight, David added: “Year by year furniture is more closely following the catwalk with mixed materials, new finishes and new textures. Shagreen is featuring heavily on our new ranges as well as brass inlay. Everything looks stunning.”

w www.jonathancharlesfurniture.co.uk w www.theodorealexander.co.uk

3rd May 2019 | 35

F E A T U R E |G A L L E R Y D I R E C T

James Hudson (below), sales and business development director at Gallery Direct, shares an insight into how the business stays ahead of the trend.

Barcelona sideboard

Ahead Trend of the

Why is it important to stay ahead of the trend?

We are determined to stay ahead of trend, to ensure we keep bringing exciting, fresh products to market for our customers. But it’s not easy. Taking in things around you and visiting overseas trade shows helps.

But it’s also trusting your gut instinct – as a team here at Gallery we have years of experience and knowledge of the industry and how things evolve, and with this you almost start to “feel” a trend.

There is a collective pride in what we do and enthusiasm to succeed. It is a real team 3rd May 2019 | 36

effort. Bringing new products to market is hard work, but rewarding and enjoyable.

When visiting different countries for inspiration, do you go looking for certain things or do you explore with a blank canvas?

It’s a combination of both. You have some things in mind to look for, but it is also important to be open to new things that you weren’t looking for or expecting. When we put an idea together, it often evolves and becomes something different to the original concept. For example, for our new Barcelona range we were not initially intending to use

marble, but the design evolved to use marble, which is a natural resource of the area where it is manufactured. This was a good environmental decision, and also added value to the product.

Who is the team behind product inspiration and development?

We have in incredibly strong team behind our product inspiration and development.

We have business development directors for each category, who are responsible for the development of new products in their catalogue, but we work closely together, sharing ideas, and Peter Delaney, our

FOR FULL STORIES AND DAILY NEWS UPDATES: WWW.CABINET-MAKER.CO.UK

Pippard open display unit

in August, so we are ready to launch the following January.

What do you think stands Gallery apart from competitors?

A combination of factors — the skills of the team, with our broad spectrum of experience and knowledge; our determination to be market leaders, not followers; the range and depth of our offer; and our speed to market, we are quick to react to the market and trends.

Can you share a travel story that has had an impact on product design?

Last year in India, I went to the Red Fort in Jodhpur for the first time, to view and understand the architecture, classic carving and stained-glass windows, and to capture details and see where it could be incorporated into furniture. Some of the shapes and forms that I saw helped in the design inspiration behind our Kerala range which offers a Bohemian Indian inspired style with its feature textured panels.

managing director, also has an invaluable input. We use our experience, knowledge, enthusiasm and drive to bring ideas together.

Can you reveal any future pieces you are working on or perhaps some forthcoming trends that you emerging?

We are always thinking ahead and we are now in full swing working on our SS2020 Collection. But before that we will be launching our AW19 range. Unfortunately, we can’t tell you too much at the moment, but lots of new looks are being developed to keep our catalogue fresh and exciting, as people expect from Gallery.

When creating a new product, how much time does it take from initial designs to the finished article?

With completely new products, we start with concept ideas in January. The process of sketching, sampling, developing, etc then takes place over the next few months, with sign-off of samples for manufacturing

Treyford Armchair and Footstool

What is next for Gallery in the year ahead?

Continued growth and success! We are developing more exciting, value-engineered ranges, to try to take more of the market share across our product category areas.

Which products have stood out so far this year?

Our whole SS19 Collection was extremely well received and successful, but some of the stand-out performers include Tate, Barcelona, and the Pippard range extension on the furniture side, contemporary mirrors, in particular the Bowie, our Bohême soft furnishings, and our new lighting collection. Other great successes were our UK manufactured sofas and chairs, which coordinate with our sofa beds, and our new brand Simply Sleep, which proved to be extremely popular.

w www.gallerydirect.co.uk

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“LAST YEAR IN INDIA, I WENT TO THE RED FORT IN JODHPUR FOR THE FIRST TIME, AS I WANTED TO BE INSPIRED BY THE

ARCHITECTURE, CLASSIC CARVING AND STAINED-GLASS WINDOWS , AND TO

CAPTURE DETAILS AND SEE WHERE IT COULD BE INCORPORATED INTO FURNITURE.”

3rd May 2019 | 37

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Archers Sleepcentre

0141 892 0308

Ashley Manor

01384 486800

Association of Independent Stores

Solihull, B90 4LF www.aistores.co.uk

+90 (212) 549 20 60

B London, SW10 0XE www.bakerfurniture.com Northallerton, DL7 8UB www.barkershome.co.uk

020 7823 3612

Matera (Italy) www.caliaitalia.com

Carpenter Ltd

Glossop, SK13 6LE https://carpenter.com/uk/en

01457 861141

Purfleet, RM19 1TT www.carpetright.co.uk

0330 333 3444

Leicester, LE3 1TH www.cimchome.com

0116 287 5288

Charltons Furniture

Midsomer Norton, BA3 4BS www.charltonsfurniture.co.uk

020 3058 2751

Cleland McIver

Rochdale, OL16 4NG www.clelandmciver.co.uk

01706 374431

Clockwork Components

Witney, OX29 0YN www.clockworkcomponents.com

01993 775 767

D

Dewsbury, WF13 3RD www.thefurniturebazaar.com

Windsor, SL4 1DP www.danielstores.co.uk

01753 801000

Decorative Panels

01484 658341

London www.decorex.com

020 7921 8275

Design Guild Mark 01609 776 667

London, EC2N 2HE www.designguildmark.org.uk

020 7562 8520

DFS

Bazaar

0333 7721242

Doncaster, DN6 7NA www.dfs.co.uk

01302 573 200

Dickinsons Furnishers

Beales

01202 552022

Chorley, PR7 2ST www.dickinsonschorley.com

01257 262141

Dreams

Belfield Furnishings

01159 071700

Mansfield, NG18 1HA www.dreams.co.uk

0800 652 5090

Dura Beds

Bensons for Beds

0333 222 6800

Batley, WF17 6PB www.durabeds.co.uk

01924 422 537

Duvalay

Betta Living

Oldham, OL9 7TH www.bettaliving.co.uk

Calia Trade SPA

Decorex International

Barkers Home

Mansfield, NG18 1HA www.bensonsforbeds.co.uk

C

Elland, HX5 9HF www.decorativepanels.co.uk

Baker Furniture

Ilkeston, DE7 5EP www.thebelfieldgroup.com

01244 812628

Daniel Stores

Aydin Tekstil Ticaret

Bournemouth, BH1 1LJ www.beales.co.uk

Connah’s Quay, CH5 4DP www.brownsfurniture.co

Ceramic Import and Manufacturing Company

01793 612660

Dudley, DY2 0RL www.ashleymanor.co.uk

01629 823680

Browns

01242 235724

Arc Lighting & Design

Glasgow, G52 4BN www.archerssleepcentre.co.uk

Ilkeston, DE7 5EP www.breasley.co.uk

Carpetright

07779 597040

Swindon, SN1 3BH www.arc-lighting.co.uk

0905 873 8509

Breasley

01206 733300

AMA Research

Istanbul (Turkey) www.aydintekstil.com

01384 455570

BRC

0800 083 1127

Gomersal, BD19 4HX www.duvalay.co.uk

01274 877200

Dwell

BFM

Long Eaton, NG10 4QD www.bfm.org.uk

01332 321 827

BIID

London, EC2A 4PE www.biid.org.uk

0207 6280255

Norfolk, NR17 1N3 www.boconcept.com

E

020 7462 0440

ercol

Princes Risborough, HP27 9PX www.ercol.com

Bodyease

0800 046 99 01

Bolia.com

Aarhus (Denmark) www.bolia.com

0345 675 9090

Ekornes

London, EC1N 6TE www.ekornes.co.uk

BoConcept

Dewsbury, WF12 9AH www.bodyease.co.uk

London, SE1 0SW www.dwell.co.uk

+45 51502110

01844 271800

Espoke Living

Chester, CH4 8BU www.espokeliving.com

0333 344 2855

Eve Sleep

London, N5 1XL www.evesleep.co.uk

0800 808 5766

F +90 224 241 69 00 www.boyteks.com OSB. 8. Cad. No: 60, 38070, Kayseri, Turkey

Findel Education Ltd

Accrington, BB5 4EE www.findel-education.co.uk

03451 203 603

»

3rd May 2019 | 39

C A B I N E T M A K E R A L P H A A D S |C O N N E C T I N G B U Y E R S A N D S E L L E R S FIRA International Stevenage, SG1 2EW www.fira.co.uk

01438 777 700 +48 29 64 42 222 01384 408844 020 3348 9829

Furniture Choice

Mirfield, WF14 9DQ www.furniturechoice.co.uk

0800 035 0070

Furniture Link

Telford, TF1 7AD www.furniturelinkuk.co.uk

01952 604960 020 72565558

0800 804 8879

Furniture World

Newquay, TR7 2HS www.furnitureworld.co.uk

Melksham, SN12 6GN www.hermanmiller.com

01209 210080

G

Chepstow, NP16 6UN www.gfa.uk.com

Grampian Furnishers

Elgin, IV30 8QN www.grampianfurnishers.com

01343 813271

Greenwood Retail

Knutsford, WA16 6EN www.greenwoodretail.com

HSL

01924 486902

Hydeline Furniture

Milton Keynes, MK12 6HS www.hydeline.co.uk

01908 968228

Hyder Beds

Gresham

Bolton, BL6 4SA www.officefurnitureonline.co.uk

0333 7777 575

01844 348200

0344 499 4686

Hammonds www.hammonds-uk.com

0800 021 4363

Harrison Spinks Leeds, LS11 5SB www.harrisonspinks.co.uk

0113 205 5200

Harry Corry

Belfast, BT17 9GX www.harrycorry.com

028 9060 6801

Ilminster, TA19 9DN www.iconography.co.uk

3rd May 2019 | 40

Dudley, DY2 8NT www.masonandpearl.co.uk

www.ikea.com/gb/en Leigh, WN7 2RR www.ism.furniture

Norwich, NR2 1JF www.jarrold.co.uk

0300 030 9915

020 7384 8211

Lancashire, BB4 5JT www.mattresstek.co.uk

0333 577 5773

01603 660661 01706 877877

07891 506241

Matza

Dewsbury www.matza.co.uk

01924 458699

Metro Wardrobes and Kitchens

London, HA9 0LB www.metrowardrobes.co.uk 0203 4883347

Millbrook Beds

Kaymed

+353 45 484 300

023 8086 6111 www.millbrook-beds.co.uk

Minerva Furnishers Guild 01623 818808

Corsham, SN13 0HN www.minervafurnishers.co.uk

01225 444204

MPT Group

Kelston House

Foxrock www.kelstonhouse.com

49 5401 852-0

Mattressman Mattresstek

K Mansfield, NG19 8R www.kbsa.org.uk

Germany www.wiemann-online.com/en Norfolk, NR14 8SQ www.mattressman.co.uk

JJOplc

Bacup, OL13 0EA www.jjoplc.com

0116 4422363

Mathias Wiemann GmbH & Co KG

J

KBSA

01675 433000

01332 321827

Mason and Pearl

Ikea International

Harveys

Birmingham, B46 1LW www.headlam.com

Long Eaton, NG10 4QD www.londonfabricshow.uk

Wallsend, NE28 9NZ www.mammothcomfort.com

Nottingham, NG2 4BN www.indusvalley.co.uk

www.harveynorman.com

Headlam

020 7739 5561

London Fabric Show

Mammoth

Indus Valley Furniture Ltd

Dublin www.kaymed.co.uk 0344 372 1000

Telford, TF3 3BQ www.thelia.org.uk

M

Iconography

Harvey Norman

www.harveysfurniture.co.uk

LIA

Long Eaton Guild

Jarrold & Son

London, W1T 7PJ www.habitat.co.uk/furniture

Greengates, BD10 9TQ www.lectra.com/en

Luxury Furniture Manufacturers www.longeatonguild.co.uk

London, SW6 3JW januaryfurnitureshow.com

Habitat

01724 281381

Lectra

London, E1 6QR www.londondesignfair.co.uk

January Furniture Show

H

Scunthorpe, DN16 3RN www.lebus.co.uk

London Design Fair

Dewsbury, WF13 1EN www.hyderbedsltd.com

ISM Networks Furniture 01565 650101

03332 008 009

Lebus Upholstery 0161 681 5678

01382 477281

01291 645080

Newtown, SY16 1DZ www.lauraashley.com

+49 30 20 38 99 66

Gillies

Global Furniture Alliance

01254 265883

01924 406600

Housing Units

Princes Risborough, HP27 9RS www.hypnosbeds.com

01284 752804

Blackburn, BB1 2BX www.lanzet.co.uk

Home24

www.gallerydirect.co.uk Sittingbourne, ME10 3RN 01795 439159

Bury St Edmunds, IP33 3TU www.glasswells.co.uk

L

Highgrove

Hypnos

Glasswells

01344 771653

Laura Ashley 0845 226 9776

I Dundee, DD5 2AJ www.gillies.co.uk

Crowthorne, RG45 6LS www.en.kobe.eu

01536 444960

Lanzet 01254 660777

Herman Miller

www.hslchairs.com

Furniture Village

Slough, SL1 4DX www.furniturevillage.co.uk

Blackburn, BB1 1TJ www.heritagefurnitureuk.com

Failsworth, M35 9BA www.housingunits.co.uk 02380 517067

069 7575-0

Heritage Furniture

Berlin (Germany) www.home24.com

Furniture to Go

Portsmouth, PO3 5QD www.furniture-to-go.co.uk

01268 745421

Heimtextil

Liversedge, WF15 6QA www.highgrovebeds.co.uk

Furniture Makers

London, EC2N 2HE www.furnituremakers.org.uk

Kobe UK

Rotherham, S66 9HU www.heimtextil.messefrankfurt.com

Furnico

London, E12 6SJ www.furnico.co.uk

Heico

Corby, NN17 4JN www.kettleinteriorsagencies.com

Hockley, SS5 4AD www.heico-fasteners.co.uk

Furmanac

Kingswinford, DY6 7FF www.furmanac.com

Kettle Interiors

Rotherham, S66 9HU www.healthbeds.co.uk

Forte Furniture

Warsaw ww2.forte.com.pl

Health Beds

353 404 80068

Bacup, OL13 9RW www.mptgroup.com

01706 878 558

E V E R Y W E E K TO ADVERTISE ON THESE PAGES CALL 01623 372213 OR GO TO: WWW.CABINET-MAKER.CO.UK Rowico

N

Calne, SN11 9BN www.rowico.co.uk

N Brown Group

0161 236 8256

Nathan Furniture Group

Wensley, DL8 4HS www.nathanfurniture.co.uk

Skipton, BD23 1NL 01756 799 950

Italy www.natuzzi.co.uk

Dewsbury, WF12 9AH www.sareerfurniture.co.uk

0039 080 8820488

Cwmtillery, Abertillery, NP13 1LZ www.sassyhome.co.uk 0115 943 8980

Guildford, GU1 3DU www.natuzzi.co.uk

01483 306 280

0161 873 8333

Nolte Möebel

Bury, BL9 8RN www.nolte-mobel.co.uk

0161 767 8244

www.oakfurnitureland.co.uk

Oliver & Sons

www.oliverandsonsuk.com

Oliver Bonas

www.oliverbonas.com

01724 281888 0800 083 0683 020 8974 3332

Serene

0800 789 789

Shire Beds

Dewsbury, WF13 3JY www.shirebeds.co.uk

01924 439 898

Shop Direct

Liverpool, L70 1AB www.shopdirect.com

0844 292 1000

0333 123 0892

Simba 0115 951 9512

0121 389 4262

01623 441886

01509 235236

www.simmons.com

0177 0512 7700

Skovby Mobelfabrik A/S Denmark www.skovby.com

01945 461361

Bolton, BL3 2NZ www.sofasbysaxon.com

020 8731 0020

Godalming, GU7 1EY www.sofaworkshop.com

Sofa.com

R

www.sofa.com/gb

Radium Foam

Netherlands www.vitatalalay.com

Co. Louth, Ireland www.sofahouse.ie

RJ Binnie

Sopha 0116 284 9063

Highbridge, TA9 3AE www.sopha.co.uk

017738 38800

Waverton, CH3 7PD www.staingard.co.uk

Peterborough, PE2 6WQ www.swaffer.co.uk

ROM Sofas

+32 87 59 59 59

Norwich, NR1 3PA www.cotswoldco.com

Stevenage, SG1 2AD thefurnitureombudsman.org

0333 241 3209

The Good Sleep Company

Banff, Aberdeenshire www.goodsleepcompany.co.uk 01261 819984

The Great Chair Company

Cheltenham, GL52 6NZ www.thegreatchaircompany.com

The Lounge Co

www.theloungeco.com

01225 792429

Timeless Chesterfields

Bolton, BL3 2NZ www.timelesschesterfields.com

01204 368413

Treske

Thirsk, YO7 4LX www.treske.co.uk

01845 522770

U Mansfield Woodhouse, NG19 9AL www.unitedcarpetsandbeds.com

01623 428481

V Plymouth, PL5 2TT www.vispring.com/en-uk

01752 366311

Kidderminster, DY10 1JR www.victoriaplc.com

01562 749610

Stockport, SK3 0XT www.vidaliving.com

353 (0) 42 933 7044

London, W1U 3ED www.vitsoe.com

Vogue Beds

Barwell, LE9 8GZ www.voguebeds.co.uk

01455 841257

W

01244 888658

Wayfair

01733 371727

0333 200 1725

The Furniture Ombudsman (TFO)

Walker Greenbank

Swaffer

01772 792936

The Cotswold Company

01278 557755

Stellenbosch, (South Africa) www.steinhoffinternational.co.uk 27218080700

Wellington, TA21 8NN https://relyon.co.uk

Preston, PR1 5PQ www.tetrad.co.uk

0808 159 9679

353 42 935 1950

800.805.3635

Tetrad

Vitsoe

Steinhoff (International)

Relyon

Lexington (USA) www.tempursealy.com

VIDA Living

0345 400 2222

353 42 935 1351

Tempur Sealy

01204 368413

Staingard

Recticel

Louth, BT35 8PX www.tcsimports.com

0121 773 6669

Sofahouse Importers Ltd

01689 886888

TCS Imports

Victoria Plc

Sofa Workshop

Protect-A-Bed

Orpington, BR6 0PH www.tapi.co.uk

Vi Spring

Sofa by Saxon

Pike Textiles

Tapi Carpets

45 87 54 55 00

Slumberdream

Birmingham, B11 2NR www.slumberdream.co.uk

Burnley, BB10 1SH www.sweetdreamsuk.com 01282 830033

United Carpets

London, SW1E 6QT www.simbasleep.com

Simmons Bedding Group

Pickworth Furnishings

Belgium www.romsofas.co.uk

0121 505 0270

Sherborne Upholstery

Barnoldswick, BB18 6BJ www.silentnight.co.uk

Perfect Home

Loughborough, LE11 3HB www.pickworthfurnishing.co.uk

016973 20342

Silentnight

Park Lane Bedding

Huthwaite, NG17 2HW www.perfecthome.co.uk

Aspatria, CA7 2AS www.sealy.co.uk

Clayton, BD14 6LT www.sherborneupholstery.co.uk 01274 882633

P Birmingham, B8 1AG www.parklanebeds.co.uk

0115 943 8980

Sealy UK

www.sharps.co.uk 0800 440 2254

Paragon Interiors

Nottingham, NG8 6PX www.paragonplc.com

0208 8384838

Sharps

Oldrids and Downtown Scunthorpe, DN15 6SU www.oldrids.co.uk

Nottingham, NG2 3GZ www.scs.co.uk

West Bromwich, B70 0TX www.serene.co.uk

O Oak Furniture Land

London, NW10 6UD www.savoirbeds.com

SCS

Neville Johnson

Stretford, M17 1RW www.nevillejohnson.co.uk

01536 410000

Savoir

NCF Furnishings

Somercotes, DE55 4RD www.recticel.com

0800 14 13 786

Sassy Home

Rothwell, NN16 8SD www.satra.com

02393 873 170

T

Sareer

Satra Technology Centre

Natuzzi

Leicester, LE8 6LH www.rjbinnie.co.uk

01254 665228

S www.bedfed.org.uk

London, NW2 1LJ www.protectabed.co.uk

Lancashire, BB1 5JJ www.royams.net

Hampshire, PO7 7XY www.swanretail.co.uk

Sweet Dreams

Royams Upholstery

Manchester, M60 6ES www.nbrown.co.uk

Wisbech, PE13 2RS www.pike-textiles.com

Swan Retail 01249 821 748

Denham, UB9 4DX www.walkergreenbank.com

0203 457 5862

www.wayfair.co.uk

Westbridge

Greenfield, CH8 7FF www.westbridgefurniture.com

01352 714131

Dorset, DT1 1HN www.woods-furniture.co.uk

01305 262666

Woods Furniture

3rd May 2019 | 41

LAST WORD OMNI-CHANNEL RETAIL BY SWAN RETAIL with other partners to provide a ‘joined-up solution’. For the retailer, this means that you have several contracts with different solution partners. Then you have the age-old problem of partners blaming each other if the prices did not go up to the website, or that

The retail landscape has changed for good, you are never going to stop the rise in internet retailing and avoid the headline ‘demise caused by a failure to embrace the web’ in the retail press. The up and coming buzz word in the retail market place, omnichannel retailing — one solution for in-store and online — is all about mirroring your eCommerce and retail store sales.

The goal is to present a common product, pricing and loyalty framework to your customers, no matter how they choose to interact with you.

The key primary advantage for the retailer is to have a single point of product administration, to maintain your data in one place and to have the ability to use it many times. This enables you to keep consistency in your descriptions, pricing, promotions and linked items such as warranties, images, weight, dimensions and delivery terms. This also saves your team from duplicating product information and provides the same level of customer information and service.

a web order has been lost. Therefore, if you are the retailer, you are stuck between the various software companies. The advantage was that you could choose a ‘best of breed back office’ solution and a bespoke-designed website, which leads us onto our next point, how to choose a website?

The secondary advantage is to have a consistent and common view of your customers, including quotations, orders, order statuses, purchase history, payment tokenisation, gift cards, loyalty schemes and CRM (with GDPR preferences), for marketing and upselling incentives. It is a way to engage effectively with your customers and to incentivise them to buy more from you.

Simply put, one solution encompassing all the customer touch points — web, mobile, text and email — to help you to manage and interact with them along with your in-store sales personnel.

How is this achieved under the old banner of multi-channel solutions? This is where software application specialists team up

HERITAGE APPRENTICESHIPS CLERKENWELL

3rd May 2019 | 42

Choose a website that is designed and focused around your requirements, your image and your style of retailing. Find an eCommerce provider that is experienced in your retail sector and one that can provide a range of digital marketing services that will enable you to attract new and potential customers in your geographic location.

So, now that we are in the era of omnichannel retailing with one solution partner and one contract to deliver, that provides you with one application, bespoke websites, digital marketing services, mobile and instore apps, and a ‘best of breed back office’ solution.

in-store and online selling channels together and take the leap forward in a fully joinedup omni-channel solution, watch out for the words such as ‘integrations’ ‘API’ (application product interfaces) and ‘file transfers’. These are all indications that you will be entering into several supply contracts from different parties. Instead, think about the same level of information to go across all customer channels, from creating a quote in-store, retrieving it online and converting it to an order. Thus, providing the customer with access to their order from the comfort of their sofa, seeing the current estimation of delivery, allowing them to book their delivery slot or pay the balance off online. If they use a gift card purchased in-store on their next online sale, they can be awarded loyalty points for online purchases, these are just some of the benefits of an omni-channel solution.

To conclude, in order to survive in retail, you must compete with the big eCommerce providers, you need to prevent them from stealing your traditional customers and attracting new ones. It is a level playing field if you choose a true omni-channel solution provider and embrace the internet.

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